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SPIF programs (Sales Performance Incentive Funds) are a great way to ignite a sales organization and achieve a goal. They can also present many challenges from administration, funding, entitlement through measuring ROI. Executing effective SPIF programs requires planning to overcome these challenges. Some challenges can be headed off with program design while others need to

Channel Sales Incentives: Important Behaviors to Consider Marketing 101 teaches us value is defined by how customers perceive it. When trying to assess value of channel sales incentives it is important to observe behavior. If you simply ask: “what would you pay for this,” in most cases you’ll get an answer skewed a desire to

Your rebate vendor should be ensuring your brand is fully integrated into the rebate experience. No interaction means that the brand loses a vital opportunity to connect with the consumer during redemption. They should also be providing you with industry expertise in building promotions and programs, so you can build brand advocates. To ensure you’re

It’s no secret that fraud detracts a significant amount from your channel marketing budget, not to mention it affects your brand’s credibility with potential customers. For many, it’s a constant struggle. According to industry insights, the estimated fraud in an incentive campaign is 2.5% of total claims. With an average of 15,000 claims a week,

Happy Halloween! – Sales Incentives: The Scary Truth Infographic In most cases the experience a claimant has with your sales incentive determines if they continue to purchase or sell your brand or if they opt for another. Your sales incentives shouldn’t be scaring them off but encouraging them to come back again. Providing exceptional customer

Thinking about how your brand could start better incenting sales associates in your channel? Imagine going through the process of redeeming your reward after working tirelessly to sell a specific brand’s product and then receiving your reward in an undesired form of payment. The experience for the associate becomes disappointing and deters them from investing